Document Type
Article
Publication Date
2025
Abstract
This Article considers how to negotiate when you do not have the time to use your best negotiation practices. No other article has considered what to do when in a time-pressured negotiation other than to advise you not to be trapped by a deadline. When you have no choice but to rush, this Article examines the choices that will reduce the risks posed by skipping any best practices.
This Article first considers the inherent risks of taking shortcuts and then describes a negotiation map suitable when not rushed as a guide for selecting shortcuts when rushed. After this introduction, the Article moves into its central purpose to examine how to triage when short on time. The section initially offers two checklists for formulating a triage plan: one for identifying the information you need, and another one for the plan itself. The rest of the section examines the five components of a triage plan. Those components are to build rapport to accelerate the negotiation, act trustworthy throughout, select the best shortcut, multitask by simultaneously using other negotiation techniques, and identify your alternative to a resolution (BATNA) as a safeguard against agreeing to a regrettable outcome. The last section presents four detailed illustrations of how to form and implement a triage plan.
Recommended Citation
30 Harv. Negot. L. Rev. 141 (2025)
Source Publication
Harvard Negotiation Law Review